Are Value Buyers Loyal?

Posted by Erin Cihak on Oct 4, 2018 5:45:00 AM
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Has the Relationship Buyer truly vanished from the B2B marketplace? What happens when a Value Buyer chooses to go with a competitive offering? Watch the following video as Erin Cihak explains the different buyer types and how they present themselves in B2B negotiations. Utilizing a recent client engagement, Erin highlights a few tactics which can be employed to defend price in a competitive market, and reveals the one thing to which the Value Buyer is always loyal.

 

Erin Buyer Types 10.1.18

 

Are you interested in an on-the-go tool to diagnose your buyer type? Click here to download our infographic

 

Topics: Negotiating with Backbone